So, there you are. You’re crazy close. So close, you can smell the sweet, intoxicating scent of victory, as you suck in a whiff.
You’ve got your offer dialed in. It’s in front of your audience. You’re almost there. Then…BAM. You get nailed. The death knell strikes and out pops…
“I’ll think about it.”
“Let me talk to my partner.”
“I’ll get back to you.”
So here’s what you do: Preframe.
It’s the first part of the Preframe/Deframe/Reframe Formula, and if you like it, be sure to grab the free PDF breaking down the entire formula from top-to-bottom.
Imagine this conversation:
Hey, you want to come to my party?
No, but thanks!
But there will be so many amazing people there!
Now, think about what just happened here.
When I respond by saying that there will be amazing people there, it sounds like I’m trying to convince you to come and I’m pressuring you. It’s framed by the facts that you’ve just said no, and that my motive is to get you to come.
So picture this instead:
Hey, this is nuts. I’ve got this party, and everybody who’s somebody is going to be there.
Oh? Sounds interesting!
It’s amazing. You want to come?
See the difference?
By taking the response to the objection and talking about it first, it completely changes the context. Now it feels like I’m sharing information instead of selling you, and now it gets you excited instead of turning you off.
You can use this exact same approach.
Here’s an example
Suppose I’m launching a course, and one of my bonuses is an SEO talk.
A simple objection might be, “I’ve already done my SEO.”
So how do we remove this objection?
A couple days before the launch, I could put up a post talking about the dangers lurking around the corner, because Google is about to change their search algorithm.
Or maybe I’d talk about the hidden secrets most people have never heard about SEO.
Or I could talk about a little-known SEO strategy that changed my life.
Any of these would do, just fine, because they all create a need for SEO. So now I’ve flipped the script before ever mentioning an SEO bonus, and now people are only thinking about SEO, but they’re actively interested.
Then, when I announce the bonus a couple of days later, they’ll think to themselves,
“Oh! That’s exactly what I was thinking about!”
See how that goes?
Or suppose I’m writing a sales page for a content creation product.
Now, one of the objections that comes up with some people is that there’s no point in creating content, because they have no audience.
After all, why write, when no one sees it?
To deal with this, all I have to do is talk about the fact that great content is the best way to grow your audience. For example, I could tell a story about how content exploded my reach.
And as long as I talk about it before I make the pitch, it stops the objection from coming up.
Now, when a reader here’s the pitch, instead of worrying about having no audience, they’ll feel excited at the prospect of building an audience, knowing that’s what content does for you.